tailieunhanh - MASTERING BUSINESS NEGOTIATION By Roy J. Lewicki and Alexander Hiam

Mastering Business Negotiation is a handy resource for any leader or manager who needs practical strategies and ideas when conducting business negotiations. The authors — one a professor of Management and Human Resources at Ohio State University, the other a principal of a firm that specializes in training for leadership, conflict resolution and business strategy — base their conclusions on solid research and their many years of experience in the field. With this book, they have reduced the huge volume of available information into an easily accessible resource for busy executives who need to prepare for everyday negotiations as well. | Concentrated Knowledge for the Busy Executive Vol. 29 No. 3 3 parts Part 2 March 2007 Order 29-07 soMwiw Exec Uli VC Book Summaries FILE SUCCESS CAREER By Roy J. Lewicki and Alexander Hiam CONTENTS Negotiating Effectively Page 2 The Flexibility of the Master Negotiator Pages 2 3 Getting Ready to Negotiate Page 3 The Art of the Master Competitor PageS 3 4 Executing a Competitive Negotiation Pages 4 5 Mastering the Art of Collaboration Pages 5 6 Mastering the Art of Compromise Page 6 Three or More Is a Crowd Pages 6 7 Mastering the Framing Process in Business Negotiation Pages 7 8 Mastering the Power and Influence Process Page 8 A Working Guide to Making Deals and Resolving Conflict mastering business negotiation THE SUMMARY IN BRIEF Mastering Business Negotiation is a handy resource for any leader or manager who needs practical strategies and ideas when conducting business negotiations. The authors one a professor of Management and Human Resources at Ohio State University the other a principal of a firm that specializes in training for leadership conflict resolution and business strategy base their conclusions on solid research and their many years of experience in the field. With this book they have reduced the huge volume of available information into an easily accessible resource for busy executives who need to prepare for everyday negotiations as well as for more complicated situations. The authors contend that the basic skills and techniques of what they call the master negotiator are essential for resolving conflicts handling difficult conversations protecting oneself against a competitor and managing good business deals. Their techniques and suggestions cover negotiating from a variety of perspectives and parameters from simple to complex. Many are based on the importance of the relationship between the negotiating parties and the respective levels of importance they place on the outcome. Specific tactics used during negotiations are detailed